[h3]When in need of a new salesperson, advertise for the person, not the position. [/h3]WHY?"You don't just want a job description: You want a description of the person you are seeking," says Patrick Sweeney of national recruiter Caliper Inc.

HOW?List the qualities shared by your top salespeople — persuasive, able to read others, able to accept rejection, high energy, disciplined, assertive, etc. These qualities become the profile of your top performers. The closer your applicants match the profile, the more likely they will exceed your expectations.

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